It’s completely reasonable for vendors to raise the bar a little higher for partners each year, but setting unrealistic goals can push partners away and into the arms of competitors....
Technology vendors need to help midmarket companies stay competitive by capitalizing on the automation trend....
The PC is alive and well, and Microsoft’s latest offering might just make these ‘lowly’ devices profitable once again....
Knowledge is power; the more data you have about end users and partners, the more effective you’ll be at strategizing, communicating, and selling....
In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....
Vendors may want to focus on their own efforts to drum up business and engage partners instead of trying to steal competitors’ thunder....
Vendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....
Solution providers know that earning certifications, while important, isn’t the key to producing value; vendors need to step up and re-evaluate channel-program requirements....
Could this deal be the catalyst that compels IT solution providers and telecommunications companies to come together at long last?...
The line of demarcation between managed and cloud services is blurring fast – and is virtually invisible already on solution provider balance sheets....
Building an enduring business isn’t about magic formulas; it’s about defining value and consistent execution. In other words: effort....
Vendor earnings put it on a course for cloud nine. ...